I use a metaphor about the “snakes in a box”. It is in reference to that big box of clutter that every salesperson has under their desk (have a look right now – everybody has one). As the story goes, this box is full of snakes and there is a heavy lid keeping them in the box. This is not a problem until the box gets opened and then the snakes come out and you lose control of your day.
Picture that scene in Raiders of the Lost Ark when Indiana Jones is in a huge pit full of snakes! Ugh. Typically you spend the rest of your day trying to put the snakes back in the box. This is foolish. Want a solution?
Recently one of my coaching clients sent me a note when he was reporting his daily prospecting number. It said, “Hey Bruce, I found a large rock today and put it on top of my box of snakes… Now it can’t get open until I decide to remove the rock. I prospected today with much more ease – no interruptions. What a relief.”
Now that’s a novel idea! So here are five tricks so you can “put a rock on top of your box of snakes” – or, in other words, how to be clutter free until noon:
- Turn off your phone when you start prospecting (careful here… “on vibrate” is not off). If you were on a customer appointment you wouldn’t be answering it, would you? This is no different.
- Put a “Do Not Disturb” sign on your door. Don’t react if someone knocks.
- Tell the front desk, “Absolutely no calls until 11:30 am (unless it’s a family emergency)”.
- If you are prospecting at home, remove all interruptions and temptations… no cheating! If you’re going to take a 10-minute break, make it part of the schedule… not just when you feel like it.
- Do not check your emails until you are done (turning off your computer will eliminate that temptation).
Have you ever said to yourself, “I know what to do… I just gotta do it”? This is one of those ways to “do it”. Go out today and find a big rock for your personal “box of snakes”. Start working with this mantra: “Nothing in my business is so important that it can’t wait until noon.” The world can easily do without you for two to 2½ hours but you can’t do without creating more leads. It’s not that tough a decision when you think about it, is it? Be clutter free until noon. No excuses.
Money or no money?
Here’s an obvious “must do”. Before you spend much time with any buyer, it is critical that you be sure they can get the money/financing to make the purchase. Think about it this way: If you were absolutely sure that they couldn’t get the money, would you put them in your car? Of course not! So right up front, be sure to ask them, “Have you been approved for financing? Do you have that in writing?” What if the answer they give you doesn’t really answer your question? What if their answer is vague or evasive?
What if they say, “Oh, that’s no problem, we’re okay”? This could mean anything, including, “We haven’t done anything about that yet, we will worry about that later.” Now what?
Here is a great solution that will plug this hole most of the time. Your response is, “Oh you already have your financing, that’s great. I guess that means when we put in an offer, we won’t need the Conditional on Financing clause… you will be buying firm, is that correct?”
This is where your listening skills will serve you especially well. Watch the body language when they answer. It will give you all the clues you need to evaluate this particular buyer. Don’t forget, you are the professional and your time is valuable. Don’t let anybody waste it. There is always somebody out there who really needs you. No excuses.
Bruce Keith is a leading Real Estate Coach/Author/Speaker. Like Bruce Keith Results on Facebook or connect with Bruce on Linkedin. Email Bruce Keith.
